Published on February 16, 2021
Securonix has spent the past year revamping and adding unparalleled benefits and resources to our Securonix Fuel partner program. It was an honor this past week to learn that our team and its efforts have not gone unnoticed.
Our own David Wagner, Vice President, Global MSSP Business, has been instrumental in developing our partner program into what it is today, and was included in CRN’s 2021 Channel Chiefs list for his efforts. David has more than 30 years of experience in this arena as a former partner executive at LogRhythm, Alert Logic, and IBM, and a proven track record of driving revenue and year-over-year growth in the SIEM market through global strategic partnerships.
At Securonix, David has been instrumental in revamping our channel program, including defining new qualifications for entry, targets, revenue goals, and pricing strategy. He has not only broken new ground with the MSSP mid-market and SMBs, but also brought in larger, global MSSP partners that have truly put our partner program on the map. In fact, in the past year, Securonix has grown our partner community from nascent to well-established, onboarding more than 50 partners and 200+ customers from 15+ countries around the world.
One such partner, Verizon, who has incorporated the Securonix Next-Gen SIEM solution into its MDR service, made MSSP Alert’s list last week of the Top 20 Managed Detection and Response (MDR) companies. Combining Verizon’s MDR remote threat monitoring, detection, and response capabilities with Securonix’s SIEM, Verizon is today providing a fully-managed solution that easily scales to meet the needs of companies of all sizes, while enabling internal teams to focus on other business priorities.
As we officially launched our global MSSP and MDR program -- Securonix Fuel -- last year, we were excited to add dedicated teams for every aspect of sales and onboarding, free training, professional services and MSSP/MDR tiered pricing, and pricing flexibility with either identity-based or EPS-based transparent pricing options.
The overhaul of our pricing model in particular was a major win for our clients. SIEM solutions are often priced based on events per second (EPS), and MSSPs typically aren’t always privy to that information for their clients. To solve for this, we created a two-tiered model – one where pricing is set based on EPS, aligned to the traditional SIEM model, and one using identities (a.k.a. number of employees). Since the number of employees is always a known factor, the identity-based model enables partners to quickly and easily price our solutions while staying within the recommended guidelines. This shift alone enabled one of our partners to sign 27 new credit unions.
Another sizeable innovation was the revamp of our MSSP recruitment program elements. Today, Securonix Fuel eliminates barriers to entry while incentivizing partners to join. There is no program fee to join (where others do charge), free training for all personnel for first 12 months, free professional services for onboarding the first two customers to help ensure success, and free professional services to help customers migrate off their existing SIEM. These elements are designed to eliminate the risk of joining the program and ensure there’s no barrier to entry.
The pandemic has stretched resources while also making cybersecurity more vital – increasing the risk factors with working from home, VPNs, malicious websites and more. While that hasn’t impacted our channel strategy much, having Securonix’s cloud-based SIEM easily accessible to large and mid-level MSSPs alike has enabled them to remove significant back-end support resource responsibilities. Our big data architecture allows for scale while controlling costs, and our enhanced training and support has bolstered success. We’ve created a program with rapid time to value and low barrier to entry.
With this foundation set, we look forward to continued growth and success alongside our partners in the years to come.